Interview with Mr. Sesha Rao, Managing Director, India Operations from InsideView

 1. Please describe your product suite and your market. 

InsideView powers the world’s business conversations. We triangulate data from over 40,000 sources and serve it directly into sales and marketing applications. We deliver Market Intelligence - company and contact data, social and news insights, and business connections.

Through our market intelligence platform Marketing teams can enrich leads, build targeted campaigns, and maintain cleaner databases; andSales teams can find new prospects, engage them in relevant conversations, and grow existing relationships.
InsideView also provides direct integrations to CRM systems, from Salesforce and Oracle to Microsoft Dynamics CRM and SAP, and to marketing automation systems, like Marketo and Eloqua. Our Open APIs allow for custom applications, helping make other applications more valuable.

Developers use our APIs to fuel CRM, marketing automation, predictive analytics, and a range of business applications. Our solutions increase sales and marketing productivityby driving marketing effectiveness and deliver sales results.

 2. Please describe your product’s differentiation and how it provides business value for your customers. 

InsideView’s unique selling proposition is a complete Market Intelligence Platform – It provides the most accurate and complete data available. InsideView Market Intelligence offers three areas of contact and customer information: data you can trust, insights that help you engage buyers, and business connections that give you a warm introduction. Leveraging over 40,000 information sources and using our proprietary and patented MTV (Multi-sourced, Triangulated, and Validated) techniques, InsideView is up to 20% more accurate than other commercial data sources.

InsideView supplies more than 40 fields of actionable company and contact data, updated in real-time. Our customers use it to identify prospects, score and route leads, segment territories, do pre-call research, enrich leads, clean their CRM and marketing data, and more.

We pull, analyze, and curate relevant news and insights from tens of thousands of global news and social sources, ranging from the New York Times to Africa News Wire. InsideView insights are delivered within your CRM, by email, or through our APIs to alert you to timely business triggers and take you inside your prospect’s world, which helps you better market and sell to them.

We consolidate your relationships, and those of your colleagues, into a private network that shows how you’re connected to your prospects, so you can get warm introductions to open doors and close deals. We let you leverage your connections from your address books, co-workers, reference customers, board memberships, and more.

3. Does your platform include analytics? 

Our Intelligence components are data, insights and relationships. The insights and relationships are handled through analytics. With this functionality, companies are able to analyze millions of documents every day and recognize key business insights and developments that create market opportunities. We process more than 2 million news articles every day that are matched with more than 20 million companies.

For the relationships intelligence, our technology analyzes all of a company’s corporate relationships, personal contact databases, across multiple social networks, permitted access of co-workers contacts, reference customers, present and past relationships of professional and personal contacts. All these relationships are aggregated to give you the most complete view of your connections.

4. What are the CRM trends related to cloud-based Big Data solutions? 

There are a couple of key trends. One is a realization thatSales and Marketing need to work closely together. Sales and marketing can no longer live in two separate worlds; they really need to collaborate very closely tomaximize revenue.

A second trend is related. B2B buyer behavior has changed.Business buyers are digitally savvy.Information abundance is creating greater message avoidance, since much of the material is not useful nor relevant for the buyer.To be relevant to their buyers, whether they are existing customers or prospective customers, sales and marketing must be more informed about their customers, their challenges and requirements.

Those two trends together make them look at their existing automation infrastructure, which is a combination of sales-focused automation systems and marketing-focused automation systems. They then realize that as much as those systems are powerful because they allow tracking and automating lots of things, they lack intelligence that is necessary for going to market effectively. 

Sales and marketing teams are dealing with huge amounts of information. They are in the Big Data business whether they realize it not. More and more marketers and sales organizations, are adopting Big Data technologies to make sense of what is otherwise an overwhelming amount of information.

Helping them solve these kinds of Big Data problems and bringing the power of the cloud and all the information in the cloud to allow them to make these decisions at scale is an exciting new frontier for the CRM industry. 

5. What is your top advice for startups based on your own experience? 

Understand your customer, your buyer personas, and the business benefit you are offering them. Provide meaningful RoI and support your claims through case studies. Hire only the right people.

Do not go overboard in raising funding. Raise only what you need, not what you can get. Funding is only a means to an end – to enable your company to take from point A to Point B.

6. What is the marketing strategy in India? How do you plan to promote your product in Indian Market?

InsideView’s marketing efforts in India are geared towards evangelizing sales2.0 concept in the market. Two important themes of this concept are integration of social selling into traditional sales and marketing process and driving digital transformation of sales and marketing through CIO’s/CMO’s office.

We identify early adopters by participating in marketing events and partnering with prominent industry associations as knowledge partners. To lower the entry barrier, we offer pilots that clearly demonstrate the ROI of our solutions before the customer makes a longer-term investment. To handhold them further, we associate them with customer success managers that work to drive adoption of the new sales and marketing methodologies at the user level.

These concentrated efforts are supported by a wider coverage of digital media marketing campaigns on Google and LinkedIn. The prospects engaged from these channels are taken through a carefully planned nurturing campaign until they are ready to take next steps.

7. Can you name some of your potential clients in the IT industry?

Our potential customers in India would be almost all IT companies, thatare targeting US & Europe for business and also companies who have majority business coming from US and/or Europe.

Three of the top 10 IT/ITES companies are already our customers today.

We expect to have more than 100 customers by the end of 2016. We expect to grow our revenues by 500% in 2016.

Sesha Rao's Profile

Sesha Rao is the Managing Director of India operations. Mr. Sesha is responsible for growing InsideView’s development team – key to InsideView’s emergence as one of the fundamental applications on the enterprise business browser. He has more than 21 years of broad technology industry experience. Prior to Insideview, he was General Manager of India Operations of Progress Software, where he has been responsible for managing and growing the Progress’ largest software development operation outside North America, with more than 100 engineers. Prior to that Rao was VP of Indian Operations at Xiotech India Pvt Ltd. Sesha has significant background in building India-based operations and engineering teams from start-up to maturity, by implementing strong design process methodology and providing guidance and motivation to teams of engineers. He has held several executive positions at Matisse Networks, First Virtual Communications (Cedar Technologies), after relocating to India in 2000. Prior to 2000, he held senior level engineering positions at the Silicon Valley companies such as First Virtual, Adaptec, Mylex and Wipro. While he owes his entire Career growth to America, he relishes in his happy life in India. He enjoys reading everything that catches his attention, including Indian philosophy. He holds his B. Tech. Degree in Electronics and Communications Engineering from JNTU and his Masters in Computer Engineering from IIT Kharagpur.